Technical Sales Specialist - Gas Chromatography at Thermo Fisher Scientific in Cambridge, Massachusetts

Job Description:

Work Schedule

Standard (Mon-Fri)



Environmental Conditions

Office



Job Description



Are you a motivated sales professional looking for an exceptional opportunity to showcase your expertise? Thermo Fisher Scientific Inc. is seeking a Technical Sales Specialist - IC to join our world-class Sales team. As a global leader in scientific research and innovation, we are committed to enabling our customers to make the world healthier, cleaner, and safer.




Position Summary:



The Technical Sales Specialist (TSS) is a key commercial role within the Chromatography and Mass Spectrometry Division (CMD) of Thermo Fisher Scientific. This is a Presales focused role with the primary responsibility for selling and supporting Gas Chromatography (GC- GCMS) products within the assigned geography. In line with the strategic objectives of CMD, the purpose of this role is to improve the business potential by working collaboratively with the Account Managers (AM) within the geography to increase and sustain revenue growth of the IC product line. In addition to achieving their own product specific targets, the TSS supports the sales colleagues by providing technical expertise, competitive positionings and strategic guidance on growing the product line success for both new and existing accounts. The TSS reveals and elevates the customer's interest in the products and drives the Thermo Fisher Scientific value proposition from sample to knowledge.



Responsibilities:

• Determine customer needs and propose world-class solutions


• Successfully implement strategies to achieve sales targets


• Collaborate with internal teams to provide flawless customer support


• Compete in the market to drive business growth


• Build and maintain strong customer relationships

Requirements:

• Proven track record in technical sales


• Exceptional communication and negotiation skills


• Strong technical background in scientific instrumentation


• Ambitious and self-motivated with a drive for success


• Ability to work independently and as part of a team

Selling Agility

• Identifies and prioritizes new client opportunities and sales potential for the result of growing business; Coordinates actions to enhance market penetration


• Conduct prospecting and demand generation activities by acting as a product thought-leader at technical forums, seeding market awareness, and establishing relationships with KOLs


• Deeply understands account organizations and has the ability to develop trust and valued relationships with major decision makers; clarifies goals and reaches agreement while maintaining the interests of all parties.


• Supports Account Managers with strategy development and execution. Acts as trusted advisor for key contacts within an account and brings in technical authorities as needed to advance the solution process

Drives Growth

• Shares the voice of customer towards the Business Unit. Also attends technical visits to Business Unit manufacturing and R&D sites; Supports new Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return


• Supports the sales funnel and forecast in collaboration with commercial sales teams. Consults with key account managers and internal collaborators on forecasts for new and existing business; works on strategies to achieve sales goals and metrics. Builds value proposition with customers.


• Uses Thermo Fisher Scientific's sales tools to effectively handle the accounts, opportunities, pipelines and forecast in an accurate and timely manner


• Maintains awareness of competitor and industry activity; Introduces new products and services as available

Leadership

• Works adeptly in a team selling environment engaging the Account Managers and correct internal company resources to solve customer challenges


• Leads collaboration and coordination with overlay-/ field application-/ lab application/ and IES specialists (as well as any other internal partner) to provide technical expertise


• Represents CMD at knowledge-based seminars and customer experience workshops.


• Provides training and coaching to Account Managers to improve confidence in selling to customers as well as competitive positioning

Minimum Requirements/Qualifications:

• 5 years of sales experience in analytical instrument market.


• Proven track record of sales achievements in a relevant market and leading complex, high-value accounts


• Masters' degree in science or equivalent work experience


• Business insight of industry sector, markets, key trends and potential challenges preferred


• A sales "hunter" with Commercial mindset, strongly motivated by desire to win new business, with proven relentless pursuit of opportunities


• Strong interpersonal, oral and written communication, and presentation skills


• Fluent in English and other languages as need in the assigned region


• Demonstrated commercial excellence working in matrix environment


• Computer proficiency in MS Office, CRM


• Ability to travel to customer locations up to 80% including overnight travel


• Demonstrate Thermo Fisher Scientific values - Integrity, Intensity, Innovation and Involvement

At Thermo Fisher Scientific, we value diversity and believe that diverse experiences, backgrounds, and perspectives contribute to our success. We are an equal opportunity employer and strictly prohibit discrimination in any form. We also provide reasonable accommodations for applicants with disabilities throughout the job application process. Apply Now